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Business Manager 2000

     Business Manager 2000 is a series of learning experiences that moves the sales manager of today into the business manager needed for the twenty-first century. This series is designed to establish a long term partnering environment with your customer/client. The series provides consistency in your business approach, is customer goal driven, and is measured with bottom line results.

The Three Phased Approach

     Consultative Selling is a problem solving approach to defining customer needs while positioning programs, services, and products that can address those needs. First is collecting information to define the problem. Next is a three part selling process: Condition, Communicate, and Consensus. Last is to confirm agreements and define next steps. The tools taught in this workshop include: customer interview techniques, process analysis and prioritization, customer needs worksheet, and a 5 step, needs driven, selling format.

Phase Approach:
Collect
Condition
Communicate
Consensus
Confirm
Customer Impact:
Information Sharing
Value Added
Evaluation
Decision
Agreement
Sales Objective:
Knowledge Base/Cust. Needs
Set the Climate
Define Needs & Outline Solutions
Decide on Plan/Next Steps
Benchmark & Adjust Plan
Tactical Steps:
Customer Interview
IDP Plan
Customer Needs
Market Profile
SWOT Analysis
Prioritize Goals
Share call objectives
Verify accounts objectives
Ask for feedback
Buld common agenda
Describe business situation
Define common objectives
Deliver recommen-dations
Describe joint benefits
Define results expected
Review commitments
Define responsibility
Develop next steps
Set follow-up meeting
Leave positive situation
Analyze call
Update customer profile
Review agreements in writing
Review follow-up steps

     Collaborative Negotiations is a win, win, win approach to reaching joint agreements. This includes revisiting the collection phase from workshop one and revolves around an "OPLR" Model. Agreements are reached through proper Organization of materials, Orchestration of meeting, and Offers that are mutually beneficial. A win, win, win opportunity situation depends on Probing, Listening, and Responding effectively to your customer's needs, wants, and concerns. Collaborative negotiations is a process of using gained knowledge to find common ground/interest which assists negotiation partners to arrive at agreements that meet the needs of all parties concerned.

Phase Approach:
Peruse
Organize
Offer
Orchestrate
Confirm
Customer Impact:
Knowledge Base/Cust. Needs
Understand our needs
Long range
Mutually Beneficial
Agreement
Sales Objective:
Win for Customer, Manufacturer & Consumer
Set the Climate
Partnership
Mutually Beneficial
Evaluate
Tactical Steps:

Customer Interview
Customer Needs
Market Profile
SWOT Analysis
Account plan

Understand OPLR model
Define tactics
Clarify personality traits
Develop positive mental attitude
Set opening offer
Set target
Set bottom line position
Break down barriers
Define mutual benefit
Relate to pre-defined needs
Listen intently
Present opening offer
Modify to communication style
Work to target objective
Fall to bottom line if necessary

Utilize ket tactics
Utilize colaborative view
Understand time, information, power variations

Seek common ground
Give & take concessions
Avoid traps

Define agreements
Record in writing
Assure a win, win, win!
Analyze approach
Review follow-up steps

     Business Planning is a step by step program for jointly building a long term business/development plan with your customers/people. This starts by revisiting the collection phase of workshop one and the "OPLR" model in workshop two which provide our data/information base. The five step process includes defining: current and anticipated business environment, business/personal goals and strategies, expected business results, and outlining responsibilities to deliver the business and manage the people. Other tools explained in this workshop include: customer information cards, account penetration matrix, and a business planning model.

Phase Approach:
Collect
Condition
Communicate
Concensus
Confirm
Customer Impact:
Information Sharing
Value Added
Evaluation
Decision
Agreement
Sales Objective:
Knowledge Base/Cust. Needs
Set the Climate
Define Needs & Outline Solutions
Decide on Plan/Next Steps
Benchmark & Adjust Plan
Tactical Steps:
Customer Interview
IDP Plan
Customer
Needs
Market
Profile
SWOT
Analysis
Prioritize
Goals
Share Call
Objectives

Verify
Account's
Objectives
Ask for
Feedback

Build
Common
Agenda
Describe
Business
Situation
Define
Common
Objectives
Deliver
Recommen-
dations
Describe
Joint Benefits
Define Results
Expected
Review
Commitments
Define
responsibility
Develop Next
Steps
Set Follow-up
Meeting
Leave Positive
Situation

Analyze Call
Update
Customer
Profile
Review
Agreements
in Writing
Review Follow-up
steps

 

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